G. Richard Shell

G. Richard Shell is the Robert R. Dunfey Professor of Business Administration and Professor of Legal Studies at the Wharton School, University of Pennsylvania. He is a leading expert in negotiation and conflict resolution, drawing on his extensive academic research and practical experience to inform his teaching and writing. His most influential book, Bargaining for Advantage: Negotiation and Conflict Resolution Skills (1999), has become a cornerstone text in business schools and executive education programs worldwide, translated into numerous languages and widely regarded as an essential guide to effective negotiation.

Shell's work explores the fundamental principles of negotiation, moving beyond simplistic tactics to emphasize strategic thinking, preparation, and understanding the psychological and behavioral aspects of deal-making. He delves into concepts such as identifying one's interests, understanding the other party's perspective, developing BATNAs (Best Alternative to a Negotiated Agreement), and navigating the ethical considerations inherent in negotiation. His research has significantly contributed to the fields of organizational behavior and legal studies, providing practical frameworks for individuals and organizations to achieve better outcomes in competitive and collaborative environments.